1 00:00:00,870 --> 00:00:03,570 Give to biz unwrapped episode 36. 2 00:00:03,810 --> 00:00:04,860 Oh my God. 3 00:00:04,860 --> 00:00:08,730 You're advancing your business at lightning speed followed by how are 4 00:00:08,730 --> 00:00:09,720 you doing it? 5 00:00:10,130 --> 00:00:11,480 Hi, this is John Lee, 6 00:00:11,480 --> 00:00:13,670 Dumas of entrepreneur on fire, 7 00:00:13,670 --> 00:00:16,220 and you're listening to the gift of biz unwrapped. 8 00:00:16,220 --> 00:00:21,020 And now it's time to light it up. 9 00:00:21,020 --> 00:00:22,550 Welcome To gift biz, 10 00:00:22,700 --> 00:00:26,570 unwrapped your source for industry specific insights and advice to develop 11 00:00:26,570 --> 00:00:27,680 and grow your business. 12 00:00:28,040 --> 00:00:29,510 And now here's your host, 13 00:00:29,660 --> 00:00:30,680 Sue Monheit. 14 00:00:32,630 --> 00:00:32,990 Hi there. 15 00:00:33,050 --> 00:00:36,620 I'm Sue and welcome to the gift biz unwrap podcast. 16 00:00:37,010 --> 00:00:39,740 Whether you own a brick and mortar shop sell online or 17 00:00:39,740 --> 00:00:41,150 are just getting started, 18 00:00:41,390 --> 00:00:44,960 you'll discover new insight to gain traction and to grow your 19 00:00:44,960 --> 00:00:46,160 business. Today, 20 00:00:46,160 --> 00:00:47,420 we have joining with us. 21 00:00:47,510 --> 00:00:48,680 Eleanor Stutz. 22 00:00:49,040 --> 00:00:51,770 Eleanor is CEO of smooth sail. 23 00:00:52,130 --> 00:00:56,960 She delivers inspirational keynotes provide sales training and has authored two 24 00:00:57,050 --> 00:00:58,430 best selling books. 25 00:00:58,700 --> 00:01:01,730 One is called nice girls do get the sale, 26 00:01:01,910 --> 00:01:04,370 which is relationship building that gets results. 27 00:01:04,430 --> 00:01:08,810 And the other one is called hired capital H capital I 28 00:01:08,810 --> 00:01:14,600 capital R capital E capital D exclamation point CEO, 29 00:01:14,600 --> 00:01:19,130 world magazine named one of the brightest sales minds to follow 30 00:01:19,190 --> 00:01:20,030 on Twitter. 31 00:01:20,390 --> 00:01:23,930 She's been featured on the cover of the March, 32 00:01:24,020 --> 00:01:28,910 2015 sales and service excellence e-magazine and if that's not enough 33 00:01:28,910 --> 00:01:30,590 with the smooth sail blog, 34 00:01:30,650 --> 00:01:34,940 Eleanor is listed as one of the top 100 most innovative 35 00:01:35,030 --> 00:01:36,470 sales bloggers. 36 00:01:36,920 --> 00:01:39,110 Wow. Welcome to the show LNR. 37 00:01:39,170 --> 00:01:41,750 Well, thank you so much for having me Sue it's an 38 00:01:41,750 --> 00:01:44,360 honor. Is there Anything you'd like to add to the intro 39 00:01:44,360 --> 00:01:45,350 before we get started? 40 00:01:45,530 --> 00:01:48,440 The only thing I'd Like to add is that I'm having 41 00:01:48,440 --> 00:01:51,290 the time of my life being an entrepreneur. 42 00:01:51,350 --> 00:01:54,830 And that apparently is the key for doing well in business. 43 00:01:55,050 --> 00:01:56,540 Enjoy what you're doing. 44 00:01:57,230 --> 00:02:00,350 Absolutely. And you'll give us some more details behind that as 45 00:02:00,350 --> 00:02:01,610 we go on I'm sure. 46 00:02:02,120 --> 00:02:04,760 Absolutely. As our listeners know, 47 00:02:04,760 --> 00:02:07,640 we like to align the conversation around the life of a 48 00:02:07,640 --> 00:02:08,750 motivational candle. 49 00:02:08,900 --> 00:02:11,810 The light shines on you while you share your stories and 50 00:02:11,810 --> 00:02:15,140 experiences. So are you ready to light it up Eleanor? 51 00:02:15,290 --> 00:02:16,010 I am. 52 00:02:16,520 --> 00:02:17,060 All right. 53 00:02:17,420 --> 00:02:19,430 So I'm going to give you a little scene here. 54 00:02:19,880 --> 00:02:20,210 You don't, 55 00:02:20,240 --> 00:02:21,200 you may not know this, 56 00:02:21,200 --> 00:02:25,580 but you are busy writing your third book and you are 57 00:02:25,580 --> 00:02:29,360 sitting in a nice library and maybe you write on your 58 00:02:29,360 --> 00:02:30,980 computer, not sure how you do it. 59 00:02:31,010 --> 00:02:34,610 And just for ambiance to get that spirit flowing with the 60 00:02:34,610 --> 00:02:37,280 words you have some candles surrounding you. 61 00:02:37,730 --> 00:02:42,170 What color is your favorite candle that's sitting on your desk? 62 00:02:42,260 --> 00:02:48,170 My Favorite candle color is purple and why purple because it 63 00:02:48,230 --> 00:02:50,480 is a more creative color. 64 00:02:50,570 --> 00:02:52,850 Fewer people choose that color. 65 00:02:52,880 --> 00:02:56,630 And I've always been known to be different from most everyone 66 00:02:56,630 --> 00:02:59,400 else. It stands out and it gives me energy. 67 00:02:59,740 --> 00:03:00,730 Love That. 68 00:03:01,210 --> 00:03:04,630 And what is the motivational quote on that purple candle? 69 00:03:05,160 --> 00:03:05,910 For me, 70 00:03:05,910 --> 00:03:06,720 it is. 71 00:03:06,870 --> 00:03:10,590 And one of the ways that I'm very different is that 72 00:03:10,590 --> 00:03:13,140 when you walk in regard to sales, 73 00:03:13,140 --> 00:03:15,690 that is when you walk in at a Tegrity, 74 00:03:15,750 --> 00:03:17,790 you never have to change your story. 75 00:03:18,270 --> 00:03:20,970 Yeah. It's a lot easier when you are telling the truth, 76 00:03:20,970 --> 00:03:21,900 walking in integrity, 77 00:03:21,900 --> 00:03:22,650 being yourself, 78 00:03:22,650 --> 00:03:24,300 right? Absolutely. 79 00:03:24,510 --> 00:03:26,070 Is that quote by anybody, 80 00:03:26,190 --> 00:03:26,850 you know, 81 00:03:29,400 --> 00:03:30,180 there you go. 82 00:03:30,180 --> 00:03:31,080 It's your own quote. 83 00:03:31,080 --> 00:03:31,830 I love it. 84 00:03:32,790 --> 00:03:34,170 We're going to spread this one. 85 00:03:34,650 --> 00:03:35,370 How about that? 86 00:03:36,210 --> 00:03:36,600 That's true. 87 00:03:36,630 --> 00:03:38,250 Fantastic. Yeah, 88 00:03:38,280 --> 00:03:38,880 it's a, 89 00:03:38,880 --> 00:03:42,060 I'm working on a new book and it's about putting sales 90 00:03:42,060 --> 00:03:43,080 on a higher plane. 91 00:03:43,710 --> 00:03:46,170 Maybe you'll reveal some things here while we're chatting too. 92 00:03:46,170 --> 00:03:46,740 I don't know. 93 00:03:47,070 --> 00:03:47,910 I just might, 94 00:03:48,930 --> 00:03:51,480 let's go back and let's talk a little bit because I'm 95 00:03:51,480 --> 00:03:55,140 very intrigued and I think many of our listeners may have 96 00:03:55,140 --> 00:03:59,130 found themselves in a similar situation that you did when you 97 00:03:59,130 --> 00:04:01,650 first entered into the corporate world, 98 00:04:01,650 --> 00:04:02,190 if you will. 99 00:04:02,190 --> 00:04:02,610 So that, 100 00:04:02,610 --> 00:04:02,850 you know, 101 00:04:02,850 --> 00:04:04,520 we don't have to say exactly when in, 102 00:04:04,590 --> 00:04:05,610 in life that was, 103 00:04:05,610 --> 00:04:06,120 but it was, 104 00:04:06,120 --> 00:04:06,300 you know, 105 00:04:06,300 --> 00:04:10,020 several years ago and many of us walked into what were 106 00:04:10,020 --> 00:04:12,300 male dominated workforces. 107 00:04:12,780 --> 00:04:14,850 And I know you have a story behind that. 108 00:04:14,850 --> 00:04:16,830 So why don't you give us a feel for how that 109 00:04:16,830 --> 00:04:18,420 entered in and what you encountered? 110 00:04:18,630 --> 00:04:22,470 Well, I was definitely not wanted on the all male sales 111 00:04:22,470 --> 00:04:27,240 team. I actually cornered the district manager into hiring me. 112 00:04:27,240 --> 00:04:30,840 He said something and I lived up to what he said. 113 00:04:30,840 --> 00:04:31,830 And then I asked, 114 00:04:31,830 --> 00:04:36,030 would you like me to start at 8:00 AM or 8:30 115 00:04:36,210 --> 00:04:38,940 AM? And that was how I got hired. 116 00:04:38,970 --> 00:04:39,270 So you, 117 00:04:39,270 --> 00:04:41,580 it sounds like you pine hired yourself. 118 00:04:41,580 --> 00:04:42,480 Yes, I did. 119 00:04:42,480 --> 00:04:44,400 And I had never sold before, 120 00:04:44,400 --> 00:04:46,140 other than girl scout cookies. 121 00:04:46,140 --> 00:04:49,920 I learned years later that I'm a natural sales person and 122 00:04:49,920 --> 00:04:51,540 I hadn't recognized that, 123 00:04:51,540 --> 00:04:52,860 but the men were very upset. 124 00:04:52,860 --> 00:04:53,640 I was hired. 125 00:04:53,670 --> 00:04:56,670 The manager actually told the men not to speak to me. 126 00:04:56,700 --> 00:04:57,840 I had no training, 127 00:04:57,840 --> 00:04:59,100 never sold before. 128 00:04:59,130 --> 00:05:02,370 Didn't know anything about the business equipment I was supposed to 129 00:05:02,370 --> 00:05:05,160 sell. And I had asked the secretary had to do my 130 00:05:05,160 --> 00:05:06,420 job. She said, 131 00:05:06,420 --> 00:05:08,910 you knock on every door in your territory. 132 00:05:08,910 --> 00:05:11,280 In those days we had territories when we had to go 133 00:05:11,280 --> 00:05:15,120 door to door and I actually had three big cities in 134 00:05:15,120 --> 00:05:15,870 my territory. 135 00:05:15,870 --> 00:05:16,770 And I kid you not. 136 00:05:16,770 --> 00:05:18,390 I knocked on every single door, 137 00:05:18,420 --> 00:05:20,880 but the main question that I asked, 138 00:05:20,880 --> 00:05:24,660 every single person who allowed me in for a meeting was 139 00:05:24,900 --> 00:05:27,690 what caught your attention to invite me in today. 140 00:05:28,350 --> 00:05:31,740 And then I stopped and listened so that I'd know what 141 00:05:31,740 --> 00:05:33,210 to continue repeating. 142 00:05:33,660 --> 00:05:36,960 And because I didn't know how to sell or anything about 143 00:05:36,960 --> 00:05:38,130 what I was selling. 144 00:05:38,400 --> 00:05:40,080 I just had a friendly, 145 00:05:40,200 --> 00:05:42,900 personal conversation with the other person. 146 00:05:42,900 --> 00:05:44,670 And then you'll never guess what happened. 147 00:05:44,670 --> 00:05:46,320 They kept inviting me back. 148 00:05:46,410 --> 00:05:48,930 And then their CEO kept thinking, 149 00:05:48,930 --> 00:05:53,370 gee, these must be important conversations and got on their case 150 00:05:53,430 --> 00:05:57,240 to either buy from me or stop all these appointments. 151 00:05:57,410 --> 00:05:59,600 It was taking them away from what they were doing. 152 00:05:59,630 --> 00:06:01,160 So the third month they said, 153 00:06:01,160 --> 00:06:04,070 if you just bring a brochure and I'll buy from you, 154 00:06:04,280 --> 00:06:05,960 I didn't even know to do that. 155 00:06:06,260 --> 00:06:08,030 The fourth month I kid you not. 156 00:06:08,090 --> 00:06:10,790 I was the top producer of that organization. 157 00:06:10,850 --> 00:06:12,190 Wow. You know, 158 00:06:12,190 --> 00:06:15,160 that's really something because way back when, 159 00:06:15,160 --> 00:06:17,680 and I think that I lived in the same time and 160 00:06:17,680 --> 00:06:19,690 had a very similar experience to you, 161 00:06:19,690 --> 00:06:23,320 Eleanor. But I think a lot of women did try and 162 00:06:23,320 --> 00:06:27,100 go into sales positions because success is based on numbers. 163 00:06:27,460 --> 00:06:30,220 So that was one way for us to overcome some of 164 00:06:30,220 --> 00:06:32,290 the male dominated positions, 165 00:06:32,290 --> 00:06:32,950 if you will, 166 00:06:32,950 --> 00:06:34,150 because numbers don't lie, 167 00:06:34,180 --> 00:06:34,390 you know, 168 00:06:34,390 --> 00:06:36,130 you're either selling or you're not selling. 169 00:06:36,550 --> 00:06:40,720 Exactly. And the other piece that I'm still irritated about is 170 00:06:40,720 --> 00:06:42,790 the lack of equality of pay. 171 00:06:42,850 --> 00:06:44,170 So whenever I could, 172 00:06:44,170 --> 00:06:47,080 once I got confident that I was good at sales, 173 00:06:47,110 --> 00:06:50,020 I always asked to be on a hundred percent commission because 174 00:06:50,020 --> 00:06:52,450 then I knew I would earn my fair share. 175 00:06:52,720 --> 00:06:53,770 Wow. You were brave. 176 00:06:55,930 --> 00:06:58,090 The first time was the most difficult, 177 00:06:58,090 --> 00:07:00,580 but it paid off I'm sure. 178 00:07:00,970 --> 00:07:03,130 So let's talk though a little bit about sales. 179 00:07:03,130 --> 00:07:06,910 So you had no training and sales at that time was 180 00:07:06,910 --> 00:07:07,930 very much, 181 00:07:08,200 --> 00:07:11,140 you tell your customer why they need you. 182 00:07:11,230 --> 00:07:13,240 Right. And you took the opposite approach. 183 00:07:13,240 --> 00:07:13,750 You said, 184 00:07:13,750 --> 00:07:16,840 I'm going to listen and see what they're saying. 185 00:07:16,840 --> 00:07:17,500 They need. 186 00:07:17,530 --> 00:07:20,590 And then see if I have the Exactly. 187 00:07:20,590 --> 00:07:22,180 So starting with that question, 188 00:07:22,180 --> 00:07:23,950 why did you invite me in today? 189 00:07:23,950 --> 00:07:25,870 It actually is the diagonal. 190 00:07:25,870 --> 00:07:29,260 It cuts through the chase and they have to be honest 191 00:07:29,260 --> 00:07:32,110 about why you're sitting in front of them taking their time. 192 00:07:32,260 --> 00:07:34,000 So there has to be a need. 193 00:07:34,240 --> 00:07:38,080 And then you just lead the conversation with questions. 194 00:07:38,200 --> 00:07:40,900 Most people do the talking selling, 195 00:07:40,930 --> 00:07:42,970 and that just doesn't work. 196 00:07:43,060 --> 00:07:45,130 I liken that to stocking. 197 00:07:45,190 --> 00:07:49,330 But when you listen and observe body language, 198 00:07:49,360 --> 00:07:51,760 facial expressions and hear, 199 00:07:51,760 --> 00:07:53,290 what's not being said, 200 00:07:53,590 --> 00:07:57,850 that's when you can really narrow in on what they're truly 201 00:07:57,850 --> 00:08:03,310 saying, what they truly need and deliver what their expectations are 202 00:08:03,370 --> 00:08:05,050 and possibly exceed them. 203 00:08:05,560 --> 00:08:09,190 Right. So different and approach than anybody else was doing. 204 00:08:09,190 --> 00:08:11,620 Certainly. Oh yes. 205 00:08:11,650 --> 00:08:15,520 That's why I said I do everything different from everyone else 206 00:08:15,520 --> 00:08:17,440 that became my personal brand. 207 00:08:17,440 --> 00:08:18,160 In fact, 208 00:08:18,190 --> 00:08:21,220 all my clients told me I was a breath of fresh 209 00:08:21,220 --> 00:08:24,520 air that became my personal brand in the corporate world. 210 00:08:24,640 --> 00:08:27,130 And so what do you think has changed now with the 211 00:08:27,130 --> 00:08:28,960 sales approach over the course of time? 212 00:08:28,960 --> 00:08:31,870 Because certainly now everybody does talk about, 213 00:08:32,050 --> 00:08:32,320 you know, 214 00:08:32,320 --> 00:08:33,190 deliver value, 215 00:08:33,190 --> 00:08:33,910 deliver value, 216 00:08:33,910 --> 00:08:34,630 deliver value. 217 00:08:34,630 --> 00:08:34,960 And then, 218 00:08:34,960 --> 00:08:38,650 so do you have any insights for us on that in 219 00:08:38,650 --> 00:08:40,120 terms of the evolution of sales? 220 00:08:40,630 --> 00:08:41,620 Yeah. You know, 221 00:08:41,620 --> 00:08:42,130 it's funny, 222 00:08:42,130 --> 00:08:45,190 there's been a big discussion amongst sales leader. 223 00:08:45,200 --> 00:08:48,940 Some people say you don't need to cold call anymore. 224 00:08:48,970 --> 00:08:49,210 You know, 225 00:08:49,210 --> 00:08:52,810 like the prospecting I described and others say, 226 00:08:52,810 --> 00:08:54,820 yes, you still do social, 227 00:08:55,260 --> 00:08:59,130 made everything far more attractive and easier. 228 00:08:59,130 --> 00:09:01,440 When you put out quality content, 229 00:09:01,440 --> 00:09:04,890 you're going to attract those interested in what you have to 230 00:09:04,890 --> 00:09:08,850 offer. And if big companies are not allowing their employees to 231 00:09:08,850 --> 00:09:10,020 use social media, 232 00:09:10,050 --> 00:09:14,130 I believe they're making a big error because you can greatly 233 00:09:14,130 --> 00:09:18,150 expand your clientele with the usage and then have teams of 234 00:09:18,150 --> 00:09:20,220 marketing and sales working together. 235 00:09:20,250 --> 00:09:22,800 That's another area where it's evolving, 236 00:09:22,980 --> 00:09:26,610 but you still in the ant need to pick up the 237 00:09:26,610 --> 00:09:28,110 phone, email, 238 00:09:28,110 --> 00:09:30,510 Skype video conference, 239 00:09:30,510 --> 00:09:32,100 whatever the method is, 240 00:09:32,130 --> 00:09:35,340 you need to follow up and on occasion you need to 241 00:09:35,340 --> 00:09:37,020 initiate a conversation. 242 00:09:37,080 --> 00:09:38,580 A one-on-one conversation, 243 00:09:38,580 --> 00:09:39,780 not through a computer. 244 00:09:39,840 --> 00:09:45,180 Yes. You have to initiate the conversation because you mentioned numbers. 245 00:09:45,210 --> 00:09:47,610 You need to keep the pipeline full. 246 00:09:47,640 --> 00:09:49,440 If you have that dry up, 247 00:09:49,440 --> 00:09:50,880 you've got to start all over again. 248 00:09:50,880 --> 00:09:53,670 It's going to take another three to six months to find 249 00:09:53,670 --> 00:09:54,690 more clients. 250 00:09:54,720 --> 00:09:57,180 You have to set a portion of your time a day 251 00:09:57,270 --> 00:10:01,320 aside so that you may contact new people. 252 00:10:01,350 --> 00:10:04,650 So say you're an avid social media user, 253 00:10:04,680 --> 00:10:05,760 go on LinkedIn, 254 00:10:05,760 --> 00:10:07,470 look at the person's profile. 255 00:10:07,470 --> 00:10:10,410 See if there could be a match and ask if they'd 256 00:10:10,410 --> 00:10:11,580 like to get acquainted. 257 00:10:12,050 --> 00:10:13,910 And do you think it's all social media now, 258 00:10:13,940 --> 00:10:17,270 do you kind of relate cold calling now to doing that 259 00:10:17,270 --> 00:10:19,880 type of prospecting online through social media? 260 00:10:20,150 --> 00:10:23,510 I Suggest you use all different methods. 261 00:10:23,540 --> 00:10:26,240 It's similar to what we were taught years ago, 262 00:10:26,240 --> 00:10:28,610 about three types of personalities, 263 00:10:28,610 --> 00:10:29,360 the visual, 264 00:10:29,390 --> 00:10:30,320 the audio, 265 00:10:30,320 --> 00:10:31,640 and the kinesthetic, 266 00:10:31,640 --> 00:10:33,470 the touchy feely type person. 267 00:10:33,650 --> 00:10:36,020 And you need to know how to communicate with them. 268 00:10:36,020 --> 00:10:37,130 Well, likewise, 269 00:10:37,160 --> 00:10:40,430 I believe you need to use all types of mediums and 270 00:10:40,430 --> 00:10:43,850 platforms to communicate with your clientele. 271 00:10:43,910 --> 00:10:46,850 And the best way to do that is if you do 272 00:10:46,850 --> 00:10:49,040 have some type of communication with them, 273 00:10:49,100 --> 00:10:51,410 ask them what their preferred method is, 274 00:10:51,530 --> 00:10:53,720 make a note of it and adhere to that. 275 00:10:53,780 --> 00:10:54,440 And that way, 276 00:10:54,440 --> 00:10:56,620 the loss of be more inclined to speak with. 277 00:10:57,350 --> 00:10:58,130 That's a good point. 278 00:10:58,130 --> 00:10:58,400 You know, 279 00:10:58,400 --> 00:11:01,820 I have a lot of customers who like to communicate through 280 00:11:01,820 --> 00:11:04,520 Facebook messages versus email, 281 00:11:04,820 --> 00:11:08,570 or they like to talk on Twitter versus email. 282 00:11:08,600 --> 00:11:11,390 Cause I kind of always have gone back and gravitated to 283 00:11:11,390 --> 00:11:12,620 email along the way. 284 00:11:12,890 --> 00:11:15,230 And sometimes they don't even get those messages, 285 00:11:15,500 --> 00:11:15,650 you know, 286 00:11:15,650 --> 00:11:16,580 because they're not looking they're, 287 00:11:16,580 --> 00:11:19,760 they're looking in their preferred communication method of choice, 288 00:11:19,760 --> 00:11:20,600 just like you're saying. 289 00:11:20,930 --> 00:11:23,030 Absolutely. And you know, 290 00:11:23,030 --> 00:11:24,170 time gets busy. 291 00:11:24,170 --> 00:11:27,170 So you don't remember to look in all those message boxes. 292 00:11:27,170 --> 00:11:30,170 So you really have to ask where people spend most of 293 00:11:30,170 --> 00:11:32,780 their time and how they prefer to communicate. 294 00:11:33,050 --> 00:11:35,240 Right? But so then on a sales end, 295 00:11:35,570 --> 00:11:37,100 let's say we are selling. 296 00:11:37,100 --> 00:11:39,290 Then we do have to look in all those areas, 297 00:11:39,560 --> 00:11:43,280 right? And I found early on that you try to put 298 00:11:43,280 --> 00:11:48,170 yourself in the other person's shoes and see their perspective first. 299 00:11:48,320 --> 00:11:51,560 And when you can get into that mindset, 300 00:11:51,590 --> 00:11:54,550 then you have a better idea of how to position what 301 00:11:54,550 --> 00:11:57,220 it is you have that you wish them to know. 302 00:11:57,630 --> 00:11:58,440 Makes sense. 303 00:11:58,650 --> 00:12:02,190 So you talk a lot about taking sales to a higher 304 00:12:02,190 --> 00:12:04,350 ground. What do you mean by that? 305 00:12:04,980 --> 00:12:06,570 Well, as we all know, 306 00:12:06,630 --> 00:12:10,290 sales people have a terrible reputation, 307 00:12:10,320 --> 00:12:10,710 you know, 308 00:12:10,710 --> 00:12:12,330 sell no matter what. 309 00:12:12,630 --> 00:12:16,440 And don't take into consideration the benefit of the other person. 310 00:12:16,440 --> 00:12:17,070 In fact, 311 00:12:17,070 --> 00:12:19,050 I had that terrible image. 312 00:12:19,050 --> 00:12:22,740 Also. I was at my computer one night when my children 313 00:12:22,740 --> 00:12:25,290 were small and I knew I needed to find a job 314 00:12:25,290 --> 00:12:25,830 to help. 315 00:12:25,890 --> 00:12:27,510 One day puts them through college. 316 00:12:27,510 --> 00:12:29,250 And my husband came home and said, 317 00:12:29,370 --> 00:12:32,760 Eleanor, I realized what you should do for profession. 318 00:12:32,790 --> 00:12:35,640 You have the personality of a sales person. 319 00:12:35,940 --> 00:12:39,270 I got up and very quietly asked, 320 00:12:39,360 --> 00:12:41,730 is that a compliment or an insult? 321 00:12:42,000 --> 00:12:42,990 So, I mean, 322 00:12:42,990 --> 00:12:43,290 you know, 323 00:12:43,290 --> 00:12:43,890 it's funny, 324 00:12:43,890 --> 00:12:45,270 we all laugh at that, 325 00:12:45,330 --> 00:12:48,030 but there's an element of truth behind that. 326 00:12:48,120 --> 00:12:51,300 So the reason I was called a breath of fresh air 327 00:12:51,360 --> 00:12:53,700 is because I didn't do the talking. 328 00:12:53,730 --> 00:12:56,880 I did most of the listening and I wanted to know 329 00:12:56,910 --> 00:12:59,100 what clients expected to get, 330 00:12:59,310 --> 00:13:01,470 what would motivate them to buy. 331 00:13:01,770 --> 00:13:03,270 They had a current supplier, 332 00:13:03,270 --> 00:13:06,060 what would it take for them to choose me over the 333 00:13:06,060 --> 00:13:07,020 other person? 334 00:13:07,080 --> 00:13:08,940 And as an entrepreneur, 335 00:13:09,270 --> 00:13:11,160 same thing applies. 336 00:13:11,220 --> 00:13:12,240 But I don't say, 337 00:13:12,240 --> 00:13:12,390 you know, 338 00:13:12,390 --> 00:13:14,490 I like to set an appointment to sell with you. 339 00:13:14,580 --> 00:13:15,090 I say, 340 00:13:15,090 --> 00:13:18,360 I'd like to make time for us to talk so that 341 00:13:18,360 --> 00:13:21,360 we can find ways in which we may help one another. 342 00:13:21,720 --> 00:13:25,440 And that makes a big difference And doing that sincerely too. 343 00:13:25,440 --> 00:13:25,800 I mean, 344 00:13:25,830 --> 00:13:28,440 it may be true that there isn't anything that you can 345 00:13:28,440 --> 00:13:29,250 help them with, 346 00:13:29,280 --> 00:13:29,520 you know, 347 00:13:29,520 --> 00:13:30,900 right. At that particular time, 348 00:13:31,080 --> 00:13:34,050 whatever your product is might not be a fit, 349 00:13:34,260 --> 00:13:35,730 but it might be a fit next month, 350 00:13:35,760 --> 00:13:36,450 next year. 351 00:13:36,450 --> 00:13:38,640 Or it might be a fit to someone else that they 352 00:13:38,640 --> 00:13:40,380 know. It all depends on what you're selling. 353 00:13:40,410 --> 00:13:44,010 Right. And it's a very least ask if they're people that 354 00:13:44,010 --> 00:13:45,090 they need to meet, 355 00:13:45,120 --> 00:13:48,390 you have a big network and you're happy to make introductions. 356 00:13:48,450 --> 00:13:49,950 If they have a special event, 357 00:13:49,950 --> 00:13:52,950 you'll be happy to post it on Twitter or wherever, 358 00:13:53,190 --> 00:13:53,580 you know, 359 00:13:53,610 --> 00:13:55,020 try to be helpful. 360 00:13:55,170 --> 00:13:58,950 That goes miles and miles because most people do not offer. 361 00:13:59,250 --> 00:14:02,640 And the other thing I used to do when corporate was, 362 00:14:02,970 --> 00:14:06,060 I was always selling against the biggest and best known. 363 00:14:06,540 --> 00:14:09,330 And I would say on occasion, 364 00:14:09,480 --> 00:14:10,200 you know, 365 00:14:10,260 --> 00:14:11,760 we can't deliver that, 366 00:14:11,790 --> 00:14:13,890 stay for that product, 367 00:14:14,070 --> 00:14:15,630 with that supplier. 368 00:14:15,870 --> 00:14:17,820 But as a backup vendor, 369 00:14:17,940 --> 00:14:20,040 I would like to be seriously considered. 370 00:14:20,100 --> 00:14:24,330 And many times I got into big companies with that rather 371 00:14:24,330 --> 00:14:27,540 than a lot of people trying to lie their way through 372 00:14:27,540 --> 00:14:29,550 to the sale and getting kicked out, 373 00:14:29,900 --> 00:14:31,140 Right. Anything for the sale. 374 00:14:31,140 --> 00:14:32,700 Cause you've got to meet your monthly numbers, 375 00:14:33,030 --> 00:14:34,920 right. I never behaved that way, 376 00:14:35,310 --> 00:14:37,590 Which then made you totally more credible. 377 00:14:38,130 --> 00:14:40,290 Exactly. It probably. 378 00:14:40,320 --> 00:14:42,720 Well, I guess I won't say that because you were saying 379 00:14:42,720 --> 00:14:46,350 by the fourth month you were one of the top producers. 380 00:14:46,350 --> 00:14:48,030 But what I was going to say is it takes a 381 00:14:48,030 --> 00:14:51,950 little time to like lay that path because you go in 382 00:14:52,130 --> 00:14:54,080 to some sales situations. 383 00:14:54,530 --> 00:14:56,480 You're not necessarily the right solution. 384 00:14:56,480 --> 00:14:56,870 You say, 385 00:14:56,870 --> 00:14:57,470 you want to be, 386 00:14:57,470 --> 00:14:57,680 you know, 387 00:14:57,680 --> 00:15:00,620 let's, let's talk about me and be an alternative vendor, 388 00:15:01,100 --> 00:15:04,160 but you might still have X number of dollars that you 389 00:15:04,160 --> 00:15:06,800 need to sell to meet your quota for that month. 390 00:15:06,970 --> 00:15:08,470 Okay. Let me address that. 391 00:15:08,470 --> 00:15:11,110 Absolutely. And the larger the company, 392 00:15:11,110 --> 00:15:12,820 the longer the sales cycle. 393 00:15:13,090 --> 00:15:17,920 So I advise people to have different size companies in their 394 00:15:17,920 --> 00:15:21,460 pipeline so that I generally speaking, 395 00:15:21,490 --> 00:15:25,450 the smaller companies have tighter budgets and it's harder for them 396 00:15:25,450 --> 00:15:26,620 to make a decision. 397 00:15:26,650 --> 00:15:29,320 The big companies have a lot of red tape and it 398 00:15:29,320 --> 00:15:30,610 takes them forever. 399 00:15:30,700 --> 00:15:34,480 But the medium size companies are a little more flexible just 400 00:15:34,480 --> 00:15:39,340 as you have to talk to all types of communication styles 401 00:15:39,340 --> 00:15:40,180 with people, 402 00:15:40,300 --> 00:15:43,810 you need to have different types of companies in your pipeline, 403 00:15:43,840 --> 00:15:47,350 the greater variety and everything that you do will give you 404 00:15:47,350 --> 00:15:50,380 a wider audience and bigger sales coming In. 405 00:15:50,830 --> 00:15:51,130 All right, 406 00:15:51,130 --> 00:15:52,720 I'm going to give you a little challenge here, 407 00:15:52,720 --> 00:15:55,060 LNR, and this is not anything I had you prepare for. 408 00:15:55,060 --> 00:15:56,680 So let's see if this'll work or not. 409 00:15:56,890 --> 00:16:00,700 Can you talk to us about some sales situation that you 410 00:16:00,700 --> 00:16:02,920 walked into that just wasn't working? 411 00:16:02,920 --> 00:16:04,360 It was really challenging. 412 00:16:04,360 --> 00:16:07,300 It wasn't going the way that you were hoping it would 413 00:16:07,300 --> 00:16:11,800 go. And what did you do then to turn it around 414 00:16:11,830 --> 00:16:15,640 or to make the situation ended up in the positive? 415 00:16:16,050 --> 00:16:19,960 Okay. I have to once a really funny story, 416 00:16:19,990 --> 00:16:21,760 but I'll tell you the serious one. 417 00:16:21,760 --> 00:16:25,540 It was a fortune 100 company talking about long sales cycles. 418 00:16:25,570 --> 00:16:29,170 The purchasing manager was playing games with me and six months 419 00:16:29,170 --> 00:16:32,560 passed. I started calling all the VPs and the VPs couldn't 420 00:16:32,560 --> 00:16:35,230 make a decision to save their lives. 421 00:16:35,290 --> 00:16:37,000 So you'll never guess what I did. 422 00:16:37,030 --> 00:16:37,630 I went, 423 00:16:37,660 --> 00:16:40,270 and this was an important learning lesson. 424 00:16:40,270 --> 00:16:45,010 There are no totem poles and anybody has equal thought equal 425 00:16:45,010 --> 00:16:47,080 ideas. I don't care what the title is. 426 00:16:47,080 --> 00:16:49,810 I went to the basement and I met the person in 427 00:16:49,810 --> 00:16:52,840 charge of the business equipment down there. 428 00:16:53,140 --> 00:16:56,440 And my company for the first time was going to have 429 00:16:56,470 --> 00:16:58,810 a show and tell at a hotel. 430 00:16:58,840 --> 00:17:02,110 So I invited the gentlemen in the basement to come. 431 00:17:02,110 --> 00:17:04,330 I did not invite any of the executives, 432 00:17:04,330 --> 00:17:05,080 just him. 433 00:17:05,170 --> 00:17:06,370 When he arrived, 434 00:17:06,370 --> 00:17:08,710 I introduced him to our executives. 435 00:17:08,710 --> 00:17:12,190 I showed him every piece of equipment and I made sure 436 00:17:12,190 --> 00:17:15,190 he got a nice lunch and that he was happy and 437 00:17:15,190 --> 00:17:18,850 comfortable after the event I checked in with him and he 438 00:17:18,850 --> 00:17:22,630 said he had never been treated so respectfully before. 439 00:17:22,690 --> 00:17:23,080 And then, 440 00:17:23,080 --> 00:17:24,160 you know what he did, 441 00:17:24,340 --> 00:17:26,080 he called the executives, 442 00:17:26,380 --> 00:17:28,990 actually a charge of the decision and said, 443 00:17:28,990 --> 00:17:30,370 you buy from these people. 444 00:17:30,370 --> 00:17:31,570 They deliver service, 445 00:17:31,570 --> 00:17:33,040 unlike anyone else. 446 00:17:33,160 --> 00:17:35,320 And I got that fortune 100 company. 447 00:17:35,860 --> 00:17:37,630 Wow. How did you think of this? 448 00:17:37,930 --> 00:17:41,950 It was my Last hope part of it is determination. 449 00:17:41,980 --> 00:17:45,550 You have to believe you would be successful in any given 450 00:17:45,550 --> 00:17:51,480 situation and do everything imaginable to make it happen. 451 00:17:51,540 --> 00:17:53,190 They're going to be drawbacks. 452 00:17:53,610 --> 00:17:56,100 This whole sale took an entire year, 453 00:17:56,280 --> 00:17:57,720 but I finally got it. 454 00:17:57,840 --> 00:17:59,360 You just have to keep it going. 455 00:17:59,720 --> 00:18:01,250 I bet you celebrated that night. 456 00:18:03,780 --> 00:18:05,390 That was a well earned one. 457 00:18:05,390 --> 00:18:06,380 That's for sure. 458 00:18:06,830 --> 00:18:08,060 The house painted too. 459 00:18:08,060 --> 00:18:09,290 It was a nice bonus. 460 00:18:11,870 --> 00:18:13,760 You said you had two stories and one was a funny 461 00:18:13,760 --> 00:18:15,410 one. The funny one, 462 00:18:15,410 --> 00:18:19,160 I went into a company and a woman no less was 463 00:18:19,160 --> 00:18:21,110 treating me like dirt. 464 00:18:21,260 --> 00:18:23,300 She was so rude to me. 465 00:18:23,360 --> 00:18:26,690 I got back to the office and told her I could 466 00:18:26,690 --> 00:18:27,770 not help her, 467 00:18:27,800 --> 00:18:29,600 but I knew someone who could, 468 00:18:29,690 --> 00:18:33,590 the person I knew who could was the most obnoxious salesperson 469 00:18:33,620 --> 00:18:35,090 I ever had. 470 00:18:37,040 --> 00:18:39,800 So I introduced the two of them expecting to have a 471 00:18:39,800 --> 00:18:40,550 good laugh. 472 00:18:40,580 --> 00:18:43,220 Well, the laugh got even better above later. 473 00:18:43,220 --> 00:18:46,400 They both were on the phone calling me to thank me 474 00:18:46,400 --> 00:18:47,630 for the introduction. 475 00:18:47,630 --> 00:18:49,370 I believe they started dating. 476 00:18:50,060 --> 00:18:51,470 Oh, my word. 477 00:18:51,620 --> 00:18:52,850 That is funny, 478 00:18:55,460 --> 00:18:57,590 But there's a little bit of a rascal in you LNR. 479 00:18:57,680 --> 00:18:58,940 Oh, absolutely. 480 00:18:58,940 --> 00:19:00,230 No denying that one. 481 00:19:02,420 --> 00:19:03,230 That's funny. 482 00:19:04,640 --> 00:19:05,540 What do you think? 483 00:19:05,570 --> 00:19:05,810 You know, 484 00:19:05,810 --> 00:19:08,990 a lot of our listeners have retail shops or they'll sell 485 00:19:08,990 --> 00:19:10,280 at craft fairs, 486 00:19:10,280 --> 00:19:10,940 that type of thing. 487 00:19:10,940 --> 00:19:14,600 They're not necessarily going into the bigger corporations all the time. 488 00:19:14,900 --> 00:19:17,390 Do you have any sales tips for them in terms of 489 00:19:17,390 --> 00:19:20,000 how they work with customers who, 490 00:19:20,060 --> 00:19:20,300 you know, 491 00:19:20,300 --> 00:19:22,010 they've, they've come into a shop, 492 00:19:22,040 --> 00:19:24,800 right? So it's not like you're going out and prospecting and 493 00:19:24,800 --> 00:19:26,540 then going into self to them, 494 00:19:26,540 --> 00:19:27,110 to a meeting. 495 00:19:27,110 --> 00:19:28,130 But do you have any insights? 496 00:19:28,160 --> 00:19:30,890 If it is the way I had just described that type 497 00:19:30,890 --> 00:19:31,820 of situation? 498 00:19:32,030 --> 00:19:33,530 Well, It'd be very similar, 499 00:19:33,530 --> 00:19:33,860 you know, 500 00:19:34,130 --> 00:19:35,180 very friendly, 501 00:19:35,300 --> 00:19:39,800 thank people for coming in and you can adapt the question. 502 00:19:39,800 --> 00:19:40,010 You know, 503 00:19:40,010 --> 00:19:41,660 what caught your interest today? 504 00:19:41,720 --> 00:19:43,640 We're so happy you came in. 505 00:19:43,940 --> 00:19:46,460 What motivated you to come into our shop today? 506 00:19:46,460 --> 00:19:49,160 Are you looking for something special and let them do the 507 00:19:49,160 --> 00:19:50,600 talking Really? 508 00:19:50,600 --> 00:19:54,920 What you've talked about this whole time has been just be 509 00:19:55,220 --> 00:19:58,760 human and friendly and interested in other people. 510 00:19:59,360 --> 00:20:00,710 That's the whole key. 511 00:20:00,740 --> 00:20:01,220 You know, 512 00:20:01,220 --> 00:20:03,530 I was at a leadership round table meeting. 513 00:20:03,530 --> 00:20:05,240 I won't tell you which company. 514 00:20:05,300 --> 00:20:08,390 And they thought it was all nonsense and they wouldn't let 515 00:20:08,390 --> 00:20:09,590 me talk in eight hours. 516 00:20:09,590 --> 00:20:12,920 I got two sentences out and that was it. 517 00:20:13,280 --> 00:20:14,210 But you know what? 518 00:20:14,240 --> 00:20:15,680 That company struggling, 519 00:20:16,160 --> 00:20:18,410 you have to build relationships. 520 00:20:18,410 --> 00:20:23,000 You have to follow up with people and for retail shops, 521 00:20:23,030 --> 00:20:25,490 you have to have a reward or some sort, 522 00:20:25,610 --> 00:20:25,850 you know, 523 00:20:25,850 --> 00:20:29,150 like they have 10 visits or 10 purchases. 524 00:20:29,150 --> 00:20:33,560 You get some kind of freebie or let them know about 525 00:20:33,680 --> 00:20:35,180 events going on. 526 00:20:35,510 --> 00:20:37,730 If you're having a holiday party, 527 00:20:37,790 --> 00:20:42,770 maybe get their text ID and send messages to them, 528 00:20:42,950 --> 00:20:45,260 ask if they'd like to keep in touch. 529 00:20:45,770 --> 00:20:48,820 So all really to show for them coming in, 530 00:20:49,000 --> 00:20:51,700 being a customer and being loyal to your shop. 531 00:20:51,940 --> 00:20:54,460 Absolutely. And creating just a fun, 532 00:20:54,490 --> 00:20:57,700 nice relationship where you want to go back all of us 533 00:20:57,700 --> 00:20:58,120 by now, 534 00:20:58,120 --> 00:21:00,430 I've heard the saying you do business with those that, 535 00:21:00,430 --> 00:21:01,240 you know, 536 00:21:01,240 --> 00:21:02,140 like and trust, 537 00:21:02,140 --> 00:21:05,350 right? And the only way to do that is to speak 538 00:21:05,380 --> 00:21:08,320 human, to human one-on-one with each other and to provide a 539 00:21:08,320 --> 00:21:09,340 good experience. 540 00:21:09,630 --> 00:21:12,270 That's the entire key to the whole thing. 541 00:21:12,330 --> 00:21:14,670 People asked me how I came up with the name, 542 00:21:14,670 --> 00:21:15,900 smooth sail. 543 00:21:15,960 --> 00:21:19,320 My daughter actually named it a she's in marketing, 544 00:21:19,350 --> 00:21:22,380 but she saw me almost always getting the sale that I 545 00:21:22,380 --> 00:21:23,730 put my mind to. 546 00:21:23,970 --> 00:21:29,040 And what it refers to as time went on is that 547 00:21:29,250 --> 00:21:34,740 you build a returning and referring clientele and your clientele actually 548 00:21:34,740 --> 00:21:38,250 becomes your sales force without having to pay them because they 549 00:21:38,250 --> 00:21:39,810 start telling everybody else, 550 00:21:39,810 --> 00:21:43,530 they know how wonderful you are and more people are driven 551 00:21:43,530 --> 00:21:44,400 to your store. 552 00:21:44,940 --> 00:21:46,110 Couldn't agree more. 553 00:21:47,010 --> 00:21:49,950 So we've talked a lot about different strategies. 554 00:21:49,950 --> 00:21:53,280 We've talked about different stories so that our listeners have a 555 00:21:53,280 --> 00:21:56,370 nice takeaway in terms of what they could. 556 00:21:56,370 --> 00:21:58,080 After they're done listening to the podcast, 557 00:21:58,080 --> 00:22:00,360 how they could apply this to their business. 558 00:22:00,810 --> 00:22:06,240 Can you consolidate this into three actionable strategies that you would 559 00:22:06,240 --> 00:22:09,780 suggest people use to help increase their sales results? 560 00:22:10,410 --> 00:22:11,340 I would review, 561 00:22:11,430 --> 00:22:13,530 especially during holiday time, 562 00:22:13,650 --> 00:22:16,470 well app between that and the beginning of the year, 563 00:22:16,470 --> 00:22:19,620 it's kind of slow or at night you're mentally going through 564 00:22:19,620 --> 00:22:24,510 everything. Start creating lists of people who expressed interest, 565 00:22:24,510 --> 00:22:28,050 but you weren't able to follow up with think about people 566 00:22:28,050 --> 00:22:29,520 who really intrigued you, 567 00:22:29,520 --> 00:22:31,380 who compliment what you do. 568 00:22:31,380 --> 00:22:35,100 Maybe you can partner on an event to further pick up 569 00:22:35,130 --> 00:22:37,560 business. If you're not on social media, 570 00:22:37,620 --> 00:22:41,070 maybe you can look into one of the platforms that intrigues 571 00:22:41,070 --> 00:22:42,120 you the most. 572 00:22:42,270 --> 00:22:46,350 But I advise that you always do goal setting, 573 00:22:46,350 --> 00:22:50,760 have that large vision where you ultimately want to wind up 574 00:22:50,790 --> 00:22:54,330 how you want to be remembered your legacy and then work 575 00:22:54,330 --> 00:22:55,440 backwards, set, 576 00:22:55,440 --> 00:23:00,090 putting in place the milestones and on a yearly basis, 577 00:23:00,090 --> 00:23:01,590 the six months goal, 578 00:23:01,590 --> 00:23:02,310 the monthly, 579 00:23:02,310 --> 00:23:06,360 the weekly and daily and daily have a running task list. 580 00:23:06,360 --> 00:23:09,030 So you don't waste time trying to remember what you need 581 00:23:09,030 --> 00:23:10,110 to do next. 582 00:23:10,230 --> 00:23:14,430 And you accomplish a whole lot more moving forward in business 583 00:23:14,430 --> 00:23:15,870 development that way. 584 00:23:16,830 --> 00:23:17,520 In fact, 585 00:23:17,550 --> 00:23:20,430 to prove the point when I first started networking, 586 00:23:20,610 --> 00:23:23,730 people used to say out loud in front of my face, 587 00:23:23,880 --> 00:23:25,230 she's never going to make it. 588 00:23:25,230 --> 00:23:26,310 That's ridiculous. 589 00:23:26,310 --> 00:23:27,510 The way she operates. 590 00:23:27,570 --> 00:23:28,770 Six months later, 591 00:23:28,770 --> 00:23:30,120 I heard from the same people, 592 00:23:30,180 --> 00:23:31,200 oh my God, 593 00:23:31,200 --> 00:23:35,100 you're advancing your business at lightning speed followed by how are 594 00:23:35,100 --> 00:23:36,090 you doing it? 595 00:23:36,270 --> 00:23:40,710 So I created my laser goal setting system in the form 596 00:23:40,710 --> 00:23:44,910 of a postcard with accelerators and it speaks to what I 597 00:23:45,140 --> 00:23:46,280 shared. Okay. 598 00:23:46,280 --> 00:23:50,120 So the three actionable strategies really are to make a list 599 00:23:50,120 --> 00:23:52,760 of people that you might have wanted to get in touch 600 00:23:52,760 --> 00:23:55,250 with, or possibly prospects that have come in. 601 00:23:55,340 --> 00:23:56,240 Either online. 602 00:23:56,240 --> 00:23:58,160 You're capturing them through email addresses, 603 00:23:58,400 --> 00:23:59,600 coming into stores, 604 00:23:59,600 --> 00:24:00,560 that type of thing, 605 00:24:00,770 --> 00:24:03,200 and reach out to them so that even if they didn't 606 00:24:03,200 --> 00:24:04,010 make a purchase, 607 00:24:04,040 --> 00:24:04,910 they see that, 608 00:24:04,910 --> 00:24:05,690 you know them, 609 00:24:05,690 --> 00:24:07,460 you've identified them as a person. 610 00:24:07,460 --> 00:24:11,330 And that starts developing a bond between you and your business 611 00:24:11,360 --> 00:24:12,320 and that person. 612 00:24:12,830 --> 00:24:13,460 Number two, 613 00:24:13,460 --> 00:24:16,970 also look at what types of partners you might have. 614 00:24:17,000 --> 00:24:19,940 Other people who might have a similar audience to you, 615 00:24:20,180 --> 00:24:21,470 but sell different products. 616 00:24:21,470 --> 00:24:23,750 Maybe you guys can put together events or something. 617 00:24:23,870 --> 00:24:27,230 And as you do all those things that are more tangible 618 00:24:27,530 --> 00:24:30,350 also think about what is that long-term goal. 619 00:24:30,350 --> 00:24:31,430 You're trying to reach, 620 00:24:31,430 --> 00:24:31,610 you know, 621 00:24:31,610 --> 00:24:35,480 where are you trying to get to a year out, 622 00:24:35,510 --> 00:24:36,110 five years out, 623 00:24:36,110 --> 00:24:38,720 however you're planning on doing it and then back it up 624 00:24:38,720 --> 00:24:39,380 from there. 625 00:24:39,380 --> 00:24:42,890 Because if you don't set your long-term goal, 626 00:24:43,070 --> 00:24:46,100 you kind of go Willy nilly and sometimes can get very 627 00:24:46,100 --> 00:24:48,530 much off track because you don't even know what road you're 628 00:24:48,530 --> 00:24:50,960 really on what your final destination is. 629 00:24:51,230 --> 00:24:52,930 Exactly. Yeah. 630 00:24:52,930 --> 00:24:57,070 The goal setting is key to sales and everything you do 631 00:24:57,670 --> 00:24:59,350 That should probably be the first one, 632 00:24:59,350 --> 00:25:00,130 not the third one. 633 00:25:02,740 --> 00:25:05,410 We're going to move in now to the reflection section. 634 00:25:05,500 --> 00:25:06,760 This is a look at you, 635 00:25:06,760 --> 00:25:09,940 Eleanor, and what's helped you to be successful all along the 636 00:25:09,940 --> 00:25:13,600 way. What natural trait do you have that you think has 637 00:25:13,600 --> 00:25:14,770 helped you to succeed? 638 00:25:15,160 --> 00:25:22,090 I observe observation is key to really understanding and learning more. 639 00:25:22,270 --> 00:25:26,500 And I observe errors of others as well as the better 640 00:25:26,500 --> 00:25:28,060 strategies they use. 641 00:25:28,060 --> 00:25:29,320 And I learned from both. 642 00:25:30,040 --> 00:25:31,240 Yeah, because you really, 643 00:25:31,360 --> 00:25:31,720 you know, 644 00:25:31,720 --> 00:25:33,970 you can learn from something that didn't go well, 645 00:25:33,970 --> 00:25:37,480 just as possibly even better than you can learn from something 646 00:25:37,480 --> 00:25:41,080 that's just smooth to use one of your branding words. 647 00:25:42,880 --> 00:25:45,280 And the other thing I learned in this is to reassure 648 00:25:45,280 --> 00:25:49,780 your listeners is I used to get very irritated with myself 649 00:25:49,780 --> 00:25:51,460 when something didn't go right, 650 00:25:51,460 --> 00:25:53,170 or didn't work out well. 651 00:25:53,200 --> 00:25:56,770 But I learned that if you just go with the flow, 652 00:25:56,770 --> 00:26:00,370 as they used to say and learn from the lesson, 653 00:26:00,370 --> 00:26:05,050 what didn't happen something far better will come out from it 654 00:26:05,050 --> 00:26:08,290 and launch you much further ahead than that original project. 655 00:26:08,740 --> 00:26:12,430 Absolutely. And I think it's so easy to look at really 656 00:26:12,430 --> 00:26:13,870 successful businesses. 657 00:26:13,870 --> 00:26:15,490 And you kind of get this idea that, 658 00:26:15,700 --> 00:26:17,920 well, they never stumbled along the way. 659 00:26:17,980 --> 00:26:18,220 I mean, 660 00:26:18,220 --> 00:26:19,240 look at where they are. 661 00:26:19,240 --> 00:26:22,750 They just had their act together from day one and they've 662 00:26:22,750 --> 00:26:26,020 grown and here they are very well known brand or whatever. 663 00:26:26,320 --> 00:26:29,650 But if you dive underneath every single one of them has 664 00:26:29,650 --> 00:26:30,820 made mistakes, 665 00:26:30,910 --> 00:26:32,800 been in some serious issues, 666 00:26:32,800 --> 00:26:33,040 you know, 667 00:26:33,040 --> 00:26:34,780 had struggles that they weren't, 668 00:26:34,810 --> 00:26:36,760 they didn't foresee coming. 669 00:26:37,150 --> 00:26:38,260 But the key, 670 00:26:38,260 --> 00:26:40,660 and this is what listeners I want you guys all to 671 00:26:40,660 --> 00:26:44,790 remember is the key is that doesn't stop them in their 672 00:26:44,790 --> 00:26:47,970 tracks. They figure out ways whether it's going to see the 673 00:26:47,970 --> 00:26:52,050 guy in the basement who works on the equipment or whatever 674 00:26:52,050 --> 00:26:53,010 the situation is, 675 00:26:53,010 --> 00:26:55,860 they find other ways around an obstacle. 676 00:26:55,860 --> 00:26:57,450 They don't just stop. 677 00:26:57,720 --> 00:27:00,360 And it's the successful businesses that do that, 678 00:27:00,420 --> 00:27:03,660 that make it to their final goal too many fall by 679 00:27:03,660 --> 00:27:07,170 the wayside when they encounter struggles and challenges. 680 00:27:07,800 --> 00:27:09,630 Alright, got off on a little tangent there, 681 00:27:09,630 --> 00:27:11,820 Eleanor. That's an important one. 682 00:27:12,120 --> 00:27:13,350 Yeah, absolutely. 683 00:27:13,710 --> 00:27:16,920 So what tool or tools do you use in your normal 684 00:27:16,920 --> 00:27:21,300 working day that help you advance your projects forward or help 685 00:27:21,300 --> 00:27:23,430 you just stay balanced in your life? 686 00:27:23,690 --> 00:27:24,890 You may laugh, 687 00:27:24,920 --> 00:27:26,900 but I discovered the Twitter app. 688 00:27:26,930 --> 00:27:31,550 I love Twitter because I'm normally very brief and communication. 689 00:27:31,580 --> 00:27:34,400 So it meets my communication style. 690 00:27:34,400 --> 00:27:36,590 And I have a lot of followers these days, 691 00:27:36,680 --> 00:27:41,690 the app allows you to very quickly see who's following you 692 00:27:41,690 --> 00:27:44,150 and to check if they're the type of people you want 693 00:27:44,150 --> 00:27:45,020 to follow back, 694 00:27:45,020 --> 00:27:46,610 it saves all kinds of time. 695 00:27:46,670 --> 00:27:49,880 And I check it several times per day. 696 00:27:50,060 --> 00:27:52,100 It would take longer on the desktop. 697 00:27:52,130 --> 00:27:53,540 That's my favorite tool. 698 00:27:53,660 --> 00:27:57,140 And I will remind everybody that Eleanor is known as one 699 00:27:57,140 --> 00:28:00,080 of the brightest sales minds to follow on Twitter. 700 00:28:00,500 --> 00:28:01,340 So what's your handle. 701 00:28:01,340 --> 00:28:03,320 Let's just jump in here real quick while we're talking About 702 00:28:03,320 --> 00:28:03,650 it. Oh, 703 00:28:03,650 --> 00:28:04,490 thank you. 704 00:28:04,550 --> 00:28:06,650 It's at smooth sail. 705 00:28:06,710 --> 00:28:07,610 And in this case, 706 00:28:07,610 --> 00:28:10,850 it's all one word and sail is S a L E. 707 00:28:11,300 --> 00:28:11,750 All Right. 708 00:28:11,900 --> 00:28:14,480 And so now we are going to put both of your 709 00:28:14,480 --> 00:28:16,640 books in the show notes pages as well. 710 00:28:16,880 --> 00:28:19,730 But what other books have you read lately that you think 711 00:28:19,730 --> 00:28:21,290 our listeners could find value? 712 00:28:21,920 --> 00:28:26,720 My all time Favorite book was written years ago by Napoleon 713 00:28:26,720 --> 00:28:29,150 hill called think and grow rich. 714 00:28:29,240 --> 00:28:33,350 And he had such great philosophy to share in that book 715 00:28:33,380 --> 00:28:34,820 and interesting stories. 716 00:28:34,820 --> 00:28:36,380 I highly recommend it. 717 00:28:37,010 --> 00:28:38,870 Do you go back and read it from time to time? 718 00:28:39,380 --> 00:28:40,100 I haven't, 719 00:28:40,100 --> 00:28:41,930 but it's on my to-do list. 720 00:28:42,380 --> 00:28:42,860 There you go. 721 00:28:42,860 --> 00:28:44,390 You're too busy writing that third book. 722 00:28:44,600 --> 00:28:45,200 I am. 723 00:28:46,190 --> 00:28:49,160 We'll give busy listeners just as you're listening to the podcast 724 00:28:49,160 --> 00:28:52,310 today, you can also listen to audio books with ease. 725 00:28:52,490 --> 00:28:54,590 I've teamed up with audible for you to be able to 726 00:28:54,590 --> 00:28:55,880 get an audio book, 727 00:28:55,940 --> 00:28:57,590 just like think and grow rich. 728 00:28:57,620 --> 00:29:00,800 And I know that on audio because I have it and 729 00:29:00,800 --> 00:29:03,410 I've listened to it's fabulous recommendation for a book. 730 00:29:03,530 --> 00:29:05,120 If you are interested in that, 731 00:29:05,480 --> 00:29:08,000 all you have to do is go to gift biz, 732 00:29:08,000 --> 00:29:10,280 book.com and make a selection. 733 00:29:10,280 --> 00:29:14,030 You can get an audio book for free that's gift biz 734 00:29:14,030 --> 00:29:16,670 book.com. Okay. 735 00:29:16,700 --> 00:29:20,210 Eleanor, we're winding down here and I want to bring you 736 00:29:20,210 --> 00:29:22,550 into our dare to dream question. 737 00:29:23,120 --> 00:29:25,190 I'd like to present you with a virtual gift. 738 00:29:25,520 --> 00:29:29,870 It's a magical box containing unlimited possibilities for your future. 739 00:29:30,260 --> 00:29:34,130 This is your dream or your goal of almost unreachable Heights 740 00:29:34,130 --> 00:29:35,720 that you would wish to obtain. 741 00:29:36,260 --> 00:29:39,260 Please accept this gift and open it in our presence. 742 00:29:39,440 --> 00:29:40,880 What is inside? 743 00:29:41,260 --> 00:29:42,250 Thank you. 744 00:29:42,520 --> 00:29:48,460 I have become the known speaker that I had foreseen years 745 00:29:48,460 --> 00:29:51,910 ago. Believe it or not on a stretcher with a broken 746 00:29:51,910 --> 00:29:56,320 neck, I was supposed to best case be paralyzed and we 747 00:29:56,320 --> 00:29:58,480 know what the other possibility is. 748 00:29:58,540 --> 00:29:59,860 But while they, 749 00:29:59,860 --> 00:30:00,880 my family, 750 00:30:00,880 --> 00:30:01,900 that was the case. 751 00:30:01,900 --> 00:30:04,960 Two visions came to me with a gold light over my 752 00:30:04,960 --> 00:30:08,080 body. And I saw that I was going to grow into 753 00:30:08,080 --> 00:30:10,210 becoming an acclaim speaker, 754 00:30:10,240 --> 00:30:12,640 helping communities far and wide, 755 00:30:12,670 --> 00:30:14,200 the whole key underline, 756 00:30:14,200 --> 00:30:15,910 that is community service. 757 00:30:15,910 --> 00:30:17,740 So in terms of your gift, 758 00:30:17,890 --> 00:30:20,560 that's speaking is going to happen. 759 00:30:20,560 --> 00:30:21,010 In fact, 760 00:30:21,010 --> 00:30:22,900 it's well on its way now. 761 00:30:22,960 --> 00:30:28,270 And we've all noticed that primarily sales men are invited to 762 00:30:28,270 --> 00:30:29,830 speak around the world, 763 00:30:29,860 --> 00:30:34,060 but I'm on a path to begin with women being asked 764 00:30:34,060 --> 00:30:35,080 to do the same. 765 00:30:35,880 --> 00:30:36,810 And I have to tell you, 766 00:30:36,810 --> 00:30:39,360 Eleanor, that story gives me chills. 767 00:30:39,420 --> 00:30:42,690 And that could be a whole nother podcast in terms of 768 00:30:42,900 --> 00:30:45,630 challenges and things that you've had to overcome. 769 00:30:45,810 --> 00:30:48,960 If anyone wanted to know more about your story and what 770 00:30:48,960 --> 00:30:51,810 you did on the physical end and having to come back 771 00:30:51,810 --> 00:30:53,820 again, is that documented anywhere for us? 772 00:30:54,930 --> 00:30:58,710 There's a short version on my website on the about page 773 00:30:58,710 --> 00:31:00,330 smooth sail.net. 774 00:31:00,660 --> 00:31:01,590 Okay, Fabulous. 775 00:31:01,590 --> 00:31:04,650 And I know that we have had some of our listeners 776 00:31:04,650 --> 00:31:07,590 who have had to stop doing some of the businesses they'd 777 00:31:07,590 --> 00:31:11,790 done in the past because of physical challenges or health issues 778 00:31:11,790 --> 00:31:12,840 or anything like that. 779 00:31:12,840 --> 00:31:15,990 So I would encourage you to go over and read Eleanor's 780 00:31:15,990 --> 00:31:17,580 story, look at where she is now, 781 00:31:17,610 --> 00:31:18,300 a thriving, 782 00:31:18,330 --> 00:31:20,970 successful business woman of her own, 783 00:31:20,970 --> 00:31:23,160 right, with a huge dream out front. 784 00:31:23,190 --> 00:31:26,640 That she's well on her way to achieving Eleanor. 785 00:31:26,760 --> 00:31:29,010 We've already talked about your Twitter handle, 786 00:31:29,010 --> 00:31:31,020 which is at smooth sail. 787 00:31:31,470 --> 00:31:33,930 Where else could our listeners go to get in touch with 788 00:31:33,930 --> 00:31:38,190 you? You May register for my blog on my website, 789 00:31:38,220 --> 00:31:39,780 smooth sail again, 790 00:31:39,780 --> 00:31:43,680 it's S M O O T H S a L e.net. 791 00:31:43,890 --> 00:31:47,070 And if you're interested in sales training, 792 00:31:47,070 --> 00:31:51,270 hire me as a speaker or would like some private coaching. 793 00:31:51,390 --> 00:31:57,390 My cell phone number is (408) 209-0550. 794 00:31:57,390 --> 00:32:00,210 A sales technique is to repeat a number twice. 795 00:32:00,210 --> 00:32:05,100 So it's (408) 209-0550. 796 00:32:05,100 --> 00:32:07,500 And I am on east coast time. 797 00:32:07,500 --> 00:32:09,540 Now A woman who practices what she preaches. 798 00:32:09,540 --> 00:32:10,440 How about that? 799 00:32:12,390 --> 00:32:13,500 Well, gift biz listeners, 800 00:32:13,530 --> 00:32:14,820 as you always know, 801 00:32:14,820 --> 00:32:17,700 the show notes page will have all the information and it 802 00:32:17,700 --> 00:32:21,060 will have her phone number listed only once that time, 803 00:32:21,060 --> 00:32:22,350 because you can read it twice, 804 00:32:23,940 --> 00:32:26,280 but all the other different ways that you can get in 805 00:32:26,280 --> 00:32:28,440 touch or listen to, 806 00:32:28,470 --> 00:32:31,650 or read or connect on Twitter or anything that you would 807 00:32:31,650 --> 00:32:33,360 like to do with LNR. 808 00:32:33,540 --> 00:32:34,170 So Eleanor, 809 00:32:34,170 --> 00:32:37,530 thank you so much for all of the really great information 810 00:32:37,530 --> 00:32:38,670 your stories are, 811 00:32:39,470 --> 00:32:41,480 and we all learn better through stories. 812 00:32:41,480 --> 00:32:44,450 So this was really helpful for us to understand the message 813 00:32:44,480 --> 00:32:45,830 that you're trying to relay. 814 00:32:46,100 --> 00:32:47,290 Appreciate all of that, 815 00:32:47,320 --> 00:32:48,170 your insights, 816 00:32:48,170 --> 00:32:49,040 the stories, 817 00:32:49,250 --> 00:32:50,090 everything they, 818 00:32:50,090 --> 00:32:52,310 your candle always burn bright. 819 00:32:52,580 --> 00:32:53,120 Thank you, 820 00:32:53,120 --> 00:32:54,500 Sue choice, 821 00:32:54,500 --> 00:32:58,100 speaking with you today And happy to help your audience. 822 00:32:58,100 --> 00:33:00,380 Anytime I may thank you so much. 823 00:33:00,970 --> 00:33:04,090 Learn how to work smarter while developing and growing your business. 824 00:33:04,270 --> 00:33:07,810 Download our guide called twenty-five free tools to enhance your business 825 00:33:07,810 --> 00:33:08,350 and life. 826 00:33:08,560 --> 00:33:11,190 It's our gift to you and available at gift biz, 827 00:33:11,200 --> 00:33:15,610 unwrapped.com/tools. Thanks for listening and be sure to join us for 828 00:33:15,610 --> 00:33:16,570 the next episode. 829 00:33:20,890 --> 00:33:23,860 Today's show is sponsored by the ribbon print company, 830 00:33:24,550 --> 00:33:27,100 looking for a new income source for your gift business. 831 00:33:27,460 --> 00:33:31,810 Customization is more popular now than ever granted product from your 832 00:33:31,810 --> 00:33:33,070 logo or print, 833 00:33:33,070 --> 00:33:33,730 a happy birthday, 834 00:33:33,730 --> 00:33:36,370 Jessica ribbon to add to a gift right at checkout, 835 00:33:37,000 --> 00:33:39,640 it's all done right in your shop for cross studio in 836 00:33:39,640 --> 00:33:43,210 seconds. Check out the ribbon print company.com 837 00:33:43,270 --> 00:33:44,320 for more information. 838 00:33:47,050 --> 00:33:49,510 Would you like to be on the show or do you 839 00:33:49,510 --> 00:33:53,530 know someone who can provide valuable insight from their experiences? 840 00:33:54,040 --> 00:33:54,820 If so, 841 00:33:54,880 --> 00:33:56,020 we'd love to hear from you. 842 00:33:56,350 --> 00:33:59,470 All you need to do is submit a form for consideration. 843 00:34:00,100 --> 00:34:03,580 You can access the form that gift biz on rapt.com 844 00:34:03,880 --> 00:34:05,560 forward slash yes. 845 00:34:05,890 --> 00:34:08,050 Yes. Gift is on wrap.com 846 00:34:08,230 --> 00:34:11,350 forward slash G U E S T.